This one-day version of the Learning to S.E.E.: Sell Efficiency Effectively™ course taught by Mark Jewell, with Stephen Dixon contributing insights into various subtopics of the agenda and helping with hands-on exercises, will be similar to what Selling Energy has successfully delivered to over 500 Canadian energy professionals within the last 18 months.
This session will help you become more effective at getting energy efficiency projects approved by better understanding decision-making dynamics; reframing the benefits of efficiency so they can be measured by the yardsticks your prospects are already using to measure their own success; and, expressing those benefits in ways that attract the attention of decision-makers and motivate action.
Most decisions are emotional decisions, and making efficiency-related purchases and changes are no exception. Whether you’re selling efficiency solutions or coaching internal champions toward project approvals, understanding what factors play a role in the decision-making process and knowing how to build rapport with key stakeholders vastly increases your odds of success. Learning to S.E.E. is a “pasta sampler” version of the more comprehensive Efficiency Sales Professional™ (ESP™) Certificate Program, and will provide you with the insights, focus, and skills you need to get more projects approved.
By the end of this training attendees will be able to:
- prepare and present a one-page proposal using an easy-to-use template
- develop and deliver simple elevator pitches – even for complex projects
- capture your customer’s attention with a three-sentence email solicitation
- quickly prepare a compelling energy efficiency project financial analysis using a simple template
You will also leave the training with
- the templates you need to significantly increase your energy efficiency sales
- the hardbound “Learning to S.E.E” textbook
- digital audio materials and online resources
- access to free coaching, and a copy of Mark Jewell’s bestselling book, “Selling Energy: Inspiring Ideas that Get More Projects Approved”
Efficiency products dealers and distributors, mechanical and electrical contractors, energy-efficiency specialists, architects, engineers, HVAC and lighting designers, building owners and managers, utility representatives, commissioning authorities, and anyone else whose success depends on the successful advocacy of efficiency projects.